sales prospecting

🎯 Top Takeaway from Today's Episode

The ability to conduct effective research is an underrated sales skill that gives you small business owners a significant advantage in getting a prospect’s attention over larger organizations.

📌 Key Points from the Episode

There are three critical questions to ask and answer before you hire any kind of sales support. 

1. Strategy #1: Capture their attention using personalization
2. Strategy #2: Capture their attention using competitor analysis
3. Strategy #3: Capture their attention using industry statistics

📊 Statistics You Need to Know

• 59% of web users would avoid buying from a company who made obvious spelling or grammar mistakes. (source)
• You can increase email open rates by 23.8% by adding two extra words to the email subject line. (source)

💡 Take Action

• Find one compelling industry statistics that you can incorporate into your emails and posts.

🔗 Links
🎥 Watch our Systems That Scale™ Information Session Replay

✍🏾 Apply for Systems That Scale™ 

👋🏽 Connect with me on LinkedIn!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

Welcome to episode #220 of the How To Sell podcast. In this episode, your hosts, Luigi Prestinenzi and Dave Fastuca, dive into the art of effective outreach and nurturing relationships with potential clients. 

We kick things off by explaining our unique approach to sales. We then discuss the trigger event that led us to reach out to Tim, who had recently started a new role at Lusha. We elaborate on our research process, highlighting the value of thorough research before making contact.

We also delve into the multi-channel outreach strategy we employ, including LinkedIn, email, and phone calls. We provide a glimpse into our initial messages and the soft call-to-action we use to engage Tim effectively.

To wrap things up, we share insights on nurturing prospects over time, the role of giving value before asking for anything, and how patience and confidence play a vital role in successful prospecting. We emphasize the benefits of building relationships that extend beyond immediate deals, showcasing the long-term value of these connections in the world of sales.

If you're seeking actionable strategies to improve your prospecting game and build lasting client relationships, this episode is a must-listen.

If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.

Luigi Prestinenzi - https://shorturl.at/diwy9

Dave Fastuca -  https://shorturl.at/ctvLY

**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.

In this podcast episode of Software Spotlight, we dive into the world of Glances, a unique platform that provides a unified interface for employees to access information from various applications in one view. Learn more or Try Glances Free. Our guest, Jason Eggers from Glances, shares insights on how the platform was developed and how it helps businesses streamline their workflows. We discuss popular applications on the Glances platform, such as CRM systems like Salesforce and HubSpot, accounting solutions like QuickBooks, Xero, and FreshBooks, and email providers like Gmail and Outlook.

Is your sales team struggling to have conversations with the right buyers? 

Better prospecting is the most direct path to increase sales conversations. Wendy Weiss takes us through the four steps to improve your sales team's ability to schedule sales calls.

Her four steps are 1. The right list, 2. Great skills, 3. Strong process and 3. The right software. 

What can your team add to improve their prospecting?

Chapters:

00:00 Chapter 1: How do we get more conversations with buyers 

01:50 Chapter 2: 4 things to move the needle 

06:31 Chapter 3: The List 

11:27 Chapter 4: The Skills - Prospecting versus Selling 

17:19 Chapter 5: Skills - Researching the Buyer Need 

22:15 Chapter 6: Skills - Leaving Voicemail 

30:19 Chapter 7: Skills - Diagnosing Buyer Responses 

37:16 Chapter 8: The Process 

40:16 Chapter 9: The Software - Making Prospecting Easier

About Our Guest:

Wendy Weiss is the founder of the Salesology® Prospecting Method that generates predictable sales revenue results. Wendy has helped 775 businesses increase qualified appointments and sales faster, more easily, and more profitably. She is the author of The Sales Winner’s Handbook Essential Strategies to Skyrocket Sales Performance and Cold Calling for Women Opening Doors & Closing Sales. A former ballet dancer, Wendy believes everything she knows in life and business she learned in ballet class. From warmups to rehearsals, she shows her clients how to perform at their best and close all the sales they need.

Company Info

Salesology® is a sales training and coaching consultancy, with expertise and solutions for developing new businesses. As a pioneer and leader in the crowded new business development space, Salesology® sets the standard for sales training. Owned and operated by Wendy Weiss, she and her team help sales leaders and individual contributors speed up their sales cycle, reach more prospects directly, and generate more sales revenue. Clients like Avon Products, ADP, New York Life, and thousands of entrepreneurs throughout the country have used and benefited from these time-tested techniques to amazing results.

Social links:

Twitter - https://twitter.com/wendyweiss
LinkedIn - https://www.linkedin.com/in/wendyweiss/
LinkedIn - https://www.linkedin.com/company/gosalesology/
Facebook - https://www.facebook.com/gosalesology
Facebook - https://www.facebook.com/thequeenofcoldcalling
Instagram - https://www.instagram.com/gosalesology/

This is the link to the On-Demand webinar that explains Wendy's prospecting Model.
https://wendyweiss.isrefer.com/go/3steps/a858/

This is the link to the sales page for the Salesology® Plus program.
https://wendyweiss.isrefer.com/go/salesolyplus/a858/

Lead Magnet
Salesology® Prospecting Toolkit for Business Owners
https://wendyweiss.isrefer.com/go/toolkit/a858/

You need leads, but don’t want your outreach to be super spammy! How do you do it?

In this episode of the Tiny Marketing Pod, we’re talking to Dan Englander about sales prospecting… the right way.

Show Highlights:

√ Balance personalization and scale to keep your pipeline full.

√ De-risk conversations with skeptical prospects.

√ Divide sales duties, so you don't burn out.

Show notes at:  https://tinymarketing.me/ep33 

Website: https://www.sarahnoelblock.com
LinkedIn: https://www.linkedin.com/in/sarahnoelblock/
Newsletter: https://tinymarketing.me/newsletter
Tiny Marketing Community

Click here to ask a question about the episode

Christian Krause is an account executive at Salesforce. If you’re struggling with sales and closing deals, you’re not alone. Christian has been there, and he knows the challenges you face, from lack of training to anxiety about picking up the phone.

But with his experience at Salesforce, one of the largest and most competitive SaaS sales organisations, he’s figured out how to overcome those hurdles and close more deals. He became an over-achiever and got promoted 4 times in 2 years, sourcing and closing nearly $2 million in revenue.

Our podcast breaks down exactly how to prospect, nail discovery calls, negotiate and close more deals while developing a sales mindset. You’ll learn how to increase your prospecting skills and fill your pipeline with high-quality meetings.

⏺️ Voics: https://www.voics.co/

🎙️ Podcast University: https://bit.ly/3Dqip2S

🎤 Podcast Accelerator: https://bit.ly/3f1ir81

📞 Schedule Free Call: https://bit.ly/3GsNyTU

⭐ Leave a Spotify Review: https://spoti.fi/36RrL9Y

 Leave an Apple Reviews: https://apple.co/3uCwViF

(00:00) Introduction
(04:18) Prospecting Success: Finding Leads
(08:38) Maximizing Sales with Automated Outreach & Sequencing
(11:25) Analyzing Sales Pipeline Health
(14:58) Fundamentals of Sales Principles
(16:22) Overcoming Pipeline Generation Challenges
(18:36) Standout Cold Outreach Strategies
(22:45) Maximizing Sales with Email Sequences & Call to Actions
(28:12) Winning Deals in the Discovery Phase
(35:12) Overcoming Objections & Price Sensitivity
(40:50) Creating Revenue through Selling
(42:40) Developing a Sales Mindset
(45:30) Taking Customer Feedback for Improved Sales
(50:35) Building Trust with Clients for Sustained Growth

Socials:
- LinkedIn: https://bit.ly/3FCS3JA

- Twitter: https://bit.ly/3ExJ26Z

- YouTube: https://bit.ly/3HleVy2

• Lead inflow in the face of a downturn - How can SDRs manage it
• Making the most of your relationship capital
• Absence of a robust pipeline - How to convert the ones you already have
• Scripting the outbound calls your way
• How to add value to your email that makes your prospects engage with you
• Show me you know me - Reasons to tap on it more than you currently do

----------------------------

Tuning in to Limitless 30-min per day fulfills your daily learnings in sales and marketing. Follow Limitless podcast on all major podcast-sharing platforms. 

Browse through our 70+ episodes featuring the world leaders in sales!

The key takeaways are...

• Overcome the fear of self-doubt during cold outreach
• How to bring your feet back up after losing a deal
• Create your own ‘trust framework’ in sales 
• Looking at the key factors that make sales trustworthy
• The buying decisions in SMBs Vs. Enterprises 
• Longer buying cycles - The advantages 
• Weathering with the recession - How salespeople can deal with it

Grab a copy of Cory's sales works: 
Book 1: Triangle Selling: Sales Fundamentals to Fuel Growth - https://amzn.to/3yIMBnp
Book 2: The Sales Enablement Playbook - https://amzn.to/3fMpf9M

OK – the guest on this week’s podcast episode is the fabulous Lauren Sergy – and what she shares is going to be SOOOO useful to absolutely everyone who listens in.

In case you don’t already know – Lauren is an author whose books include “The Handy Communication Answer Book” and “UNMUTE! How to Master Virtual Meetings and Reclaim Your Sanity”.

She is a public speaking and interpersonal communication expert who has helped thousands of professionals become better communicators, working around the world with a client list that includes the likes of KPMG, Grant Thornton, Cargill, and T-Mobile - and teaches business communication seminars at the University of Alberta 

In this episode, Lauren shares some incredible insights - stuff like…

• How to become a superstar at online meetings
• The best way to get yourself organised for a sales presentation
• Why creating a sales presentation that persuades you will turn off your audience
• Why overloading customers with data is working against you

 And that doesn’t even cover half of it 😊

 You can download and listen to the whole episode now at

You can download and listen to whole episode now at the links below, on the player at the top and at all good purveyors of quality podcasts

If you are responsible for uncovering some new business this year and this podcast episode with the fabulous Benjamin Dennehy doesn’t deliver some information that will prove incredibly useful to help you do just that – while making you smile at the same time – I will be amazed.

Benjamin is a man you might know better by his working title the “UK's Most Hated Sales Trainer” - which may or may not be true - what is beyond doubt though, is how much this man knows about sales.

If you’ve watched any of his videos or seen him speak you’ll know he will happily pick up the phone and make a cold call in front of a live audience – this man walks the talk and then some - and I promise you - he is going to shake up how you think about your sales role over the next 30 minutes.

In this episode, Benjamin shares some incredible insights - stuff like…

• The best way to start a cold call – and why you’re falling down straight after “Hello”
• Why you need to STOP answering questions
• How he successfully booked an appointment with a cold prospect – even though the prospect had no idea who he was or what he did – even at the end of the call – with the appointment in the diary
• Why you should have no emotional attachment to the outcome of your sales calls

 And that doesn’t even cover half of it 😊

Be warned, there is an element of strong language in this episode – if you are easily offended, this might not be the episode for you

You can download and listen to whole episode now at the links below or on the player at the top

Do you want to know how to make the best use of LinkedIn as a tool that can deliver a steady pipeline of sales opportunities?

Well this week, we’ve got the brilliant Daniel Disney – the King of LinkedIn and Social Selling himself – as our guest at the Sales Club to help with just that!

In case you don’t already know, Daniel is one of – if not the – leading LinkedIn & Social Selling expert out there today, he founded the sensationally successful Daily Sales and is an in demand international keynote speaker.

He is also the author of two incredible books – ‘The Million Pound LinkedIn Message’ and his latest book ‘The Ultimate LinkedIn Sales Guide’ which is up for discussion in this episode.

It’s amazing to think that – when I met him six short years ago – he had just launched The Daily Sales with only a handful of followers – and last week that number exceeded 800,000 – with a current rate of growth that will see his audience hit 1,000,000 before the end of the year!

This man is on a personal mission to help as many people as possible learn how to sell more on LinkedIn.

In this episode, Daniel shares some incredible insights – stuff like…

• His top tips for a “sales ready” LinkedIn profile
• How to make the most of LinkedIn Messaging – including audio and video
• How to find the professional vs personal balance for LinkedIn posts
• How an individual salesperson created a LinkedIn following of 30K opportunities
• How to build a digital relationship with your prospects

And that doesn’t even cover half of it 😊

Download and listen to the whole episode now at the links below or on the player at the top – and of course – at all good purveyors of quality podcasts

If this podcast episode with the fabulous Geoff Burch doesn’t brighten your day and make you smile ear to ear, I’ll eat my 1950’s sales trilby.

In case you don’t already know Geoff is a regular contributor on TV and Radio, and will be familiar to many listeners as the presenter of BBC television shows such as ‘All over the Shop’ and 'Inside Out' 

He is also the author of a range of best-selling books which include, ‘Resistance is Useless’, ‘Go It Alone’, ‘The Way of the Dog’ – and his latest 'Self Made Me”'- and was voted the Speechwriters’ Guild Business Communicator of the Year.

His love of motorbikes led the Sunday Times to refer to him as “the Hells Angel of Management” – while elsewhere in the press he has been called “the world’s most persuasive man” and “Britain’s toughest business guru” 

In this episode, Geoff shares some incredible insights - stuff like…

* How to triple your turnover and then invite customers to a future sales event

* Why keeping “Pet Customers” is bad for business

*  The 4 questions to ask in every single call

* Why bullying prospects into buying doesn’t work

* How to up-sell and cross-sell with his “intending to sell” philosophy 

And that doesn’t even cover half of it 😊

You can download and listen to whole episode now at the links below or on the player at the top

Would you like to know how to make every sales message interesting and relevant to your ideal prospects, while ensuring that people recognise why you’re a different proposition from the rest of the sales crowd?

Well, Darryl Praill has got some great advice that will help you with just that!

And the good news is - he’s my guest on this week’s Extremely Successful Sales Club Podcast

In case you don’t already know, Darryl was voted LinkedIn’s Number 3 Marketer Globally – he is an in-demand event host, a Sales World Top 50 Keynote speaker, a multi-gold- medal winning content creator and a serial entrepreneur. 

He has raised almost $100 million in venture capital – has acquired, merged and taken companies public – and is currently Chief Revenue Officer with the Sales Engagement Platform VanillaSoft.

In this episode, Darryl shares some incredible insights - stuff like…

• Why corporate meetings are not the place where big business decisions are actually made
• How to cut through all the noise so that prospects sit up and listen to what you’ve got to say
• Why people who ask “How has sales changed” are focusing on the wrong question
• The number of touch attempts required to ensure that prospects take your call
• And the reason he is on a one-man crusade against sales bots

And that doesn’t even cover half of it 😊

Download and listen to the whole episode here right now

Would you like to know how to build a target smashing pipeline, while heading up a sales team who decided (amongst themselves) to bring 100% effort to everything they do?

Would you like to know how to build a target smashing pipeline, while heading up a sales team who decided (amongst themselves) to bring 100% effort to everything they do?

Well, Jonny Stevens has got some great advice that will definitely help you with that!

Jonny is National Vice President Sales for BDO Canada - and for the last 7 years, has travelled globally to work with clients in a range of industries including Automotive, Aviati
on, Energy, and the Public Sector.

I know you’re going to enjoy Jonny's wealth of experience and insights – cos apart from being one of the genuine good guys in business – this man really knows his stuff

His personal ethics and business mind have garnered him quite a reputation, something that’s made abundantly clear when you read the many testimonials on his LinkedIn page – as an example:

“When you meet someone that you instantly admire… they never have to say they are driven or passionate because their actions do all of the talking for them...Jonny's brain must be the size of a small planet.”

And the good news is that he’s the guest on this week’s Extremely Successful Sales Club Podcast

Jonny shared some incredible insights - stuff like…

* The main personality trait, 3 principles and list of the behaviours that he and his team live by

* Why sales leaders should get worried when their top performers go quiet

* The 2 emotions you should sell to – and the one you should help your prospects avoid

* Why he has a clock, a compass and a picture of Ted Lasso on his desk

*  The reason why sales failure can always be traced back to the leadership team  

And that doesn’t even cover half of it 😊

Download and listen to the whole episode now

Meet Krystal Bonillas - an enterprise sales powerhouse with a knack for building relationships.

In this episode, Krystal tells a story about the time she landed her first whale of an account.

It was her shot at the big leagues. She was ecstatic! Pumped! Over the moon excited! So much so that her emotional side took over, she ditched her typical sales process, and (spoiler alert) the deal fell through.

Inside the episode:

• Why you should never abandon your sales process
• How to set expectations and have tough conversations
• Why you should always keep the door open, even after losing a deal

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development―prospecting.

The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.

Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.

Buy the Book Here: https://amzn.to/3yKU4SB

+++++

Subscribe to the Podcast!

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Check out Tyzer Evans' other Podcast, Grind Sell Elevate here: https://bit.ly/3bU6D3l

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!

HIGHLIGHTS

0:06 Few tips on how to use video in regards to your sales process

0:25 Using videos in terms of prospecting to get 3-5 meetings per day

1:12 How to use Vidyard in creating your own personal videos for prospecting

2:02 What else can you use video for?

3:02 The importance of using video to help and benefit you and your prospects

QUOTES

0:16 "What part of the process should I use video? And my answer to that question is in all stages of your sales process, video is appropriate."

0:25 "So if you're using video for prospecting it's a great way to stand out and to be different then a lot of the messages people are getting is to use video. Now there are some people that will tell you to never use video on the first touch and I disagree."

1:47 "Keep the video short, have a message or call to action that's enticing for them to actually play it. Be smiling and have your face out of the frame."

2:03 "In other stages of the sales process where there's after discovery, after demo, or with a proposal. Video is a great way to stand out to help people digest the information, a lot of times often seller's will send a four paragraph post mortem email of everything."

2:40 "What I like to do is type those emails up and actually use them as a script to then record a video. Now it's up to you whether you send them the text, email, and the video."

3:00 "It's much more helpful and to your benefit that you say everything that you need to and you're not relying on them to relay that information to everybody else in the buying committee."

Learn more about Collin in the link below: 

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!

HIGHLIGHTS

0:06 Few tips on how to use video in regards to your sales process

0:25 Using videos in terms of prospecting to get 3-5 meetings per day

1:12 How to use Vidyard in creating your own personal videos for prospecting

2:02 What else can you use video for?

3:02 The importance of using video to help and benefit you and your prospects

QUOTES

0:16 "What part of the process should I use video? And my answer to that question is in all stages of your sales process, video is appropriate."

0:25 "So if you're using video for prospecting it's a great way to stand out and to be different then a lot of the messages people are getting is to use video. Now there are some people that will tell you to never use video on the first touch and I disagree."

1:47 "Keep the video short, have a message or call to action that's enticing for them to actually play it. Be smiling and have your face out of the frame."

2:03 "In other stages of the sales process where there's after discovery, after demo, or with a proposal. Video is a great way to stand out to help people digest the information, a lot of times often seller's will send a four paragraph post mortem email of everything."

2:40 "What I like to do is type those emails up and actually use them as a script to then record a video. Now it's up to you whether you send them the text, email, and the video."

3:00 "It's much more helpful and to your benefit that you say everything that you need to and you're not relying on them to relay that information to everybody else in the buying committee."

Learn more about Collin in the link below: 

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

This week on the Extremely Successful Sales Club Podcast  we talk to Lead Forensics’ Global Client  Manager - Matthew Hall

Matt has an impressive history of sales & marketing  excellence and shares some brilliant advice regarding;

* How to build customer ROI into your sales pitch PROPERLY 

* How to warm up cold leads effectively and 

* A couple of tricks to help you land your perfect sales job

But during this episode, we also discuss how – at the beginning of his career - he got caught up in a vicious cycle of success, alcoholism and cocaine addiction which lasted a decade

before seeking out professional help, going through treatment and then coming out the other side to start a new life, getting married to his wonderful wife and becoming a dad (with 2 lovely daughters).

Now that he’s clean, he uses his personal experience to help others - and the good news is that he’s the guest on this week’s Extremely Successful Sales Club Podcast 😊

 This is one episode you don't want to miss.

Download and listen to whole episode now